By William Miller
Few revenues managers are actual managers, frequently falling again at the talents that made them nice at revenues. This crucial booklet, now up to date with techniques in keeping with the alterations in revenues because the book's unique book, offers readers with a confirmed process for handling the revenues strategy, in addition to the salespeople. This identify is filled with particular, field-tested ideas. full of all new metrics and strategies for making the numbers in present day aggressive revenues surroundings, this is often a major source no revenues supervisor can be with out
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Additional info for ProActive Sales Management: How to Lead, Motivate, and Stay Ahead of the Game
Sample text
It means being focused on the customer and making sure the customer is satisfied. Good salespeople get promoted. ‘‘Hey, if you were that good at sales, you will be a great sales manager. ’’ Well, in some cases it works; in others not. The real issue is not the sales competency of the new sales manager, but the fact that the management skills needed by a sales manager are very different from those required by the salesperson. Salespeople must be customer-focused, and sales managers must be peoplefocused.
Think about it. If an objective is not measurable, how do you know it will get done? If all parties do not mutually agree to it, ownership of the objective does not transfer. If there is no time frame specified, how will you know when you need 18 ProActive Sales Management to take action and whether the objective can be met in the time required? For example, an objective of having each salesperson make 80 prospecting calls by the end of the month satisfies the M2O/t rule, as long as it is mutually agreed to by each salesperson.
Sales is a unique function. It’s an organization’s only revenue-generating function. Because of this, it is allowed some benefits not usually available to the rest of the organization, such as more liberal travel and expense management, and more flexible hours. Because of these exceptions to normal company procedures, the sales point of view and its value to the rest of the organization may be somewhat skewed. But a good sales team will always consider the entire organization’s point of view when it is assessing the company culture.
